Welcome to Silverlight

Sales Calling Script

1
 SPEAKING WITH
Return to
RECEPTIONISTS – ALL POSSIBLE Home
SCENARIOS TO START THE CALL Page

WITH
We were in touch in We had a call No projects before –
email – trying to booked – client no follow up to check if
book a call show there is a project now

Reconnecting with Calling Target Clients Client says “all set

clients/Not through Switchboard on Expert
interested – we emailed or Networks” or
were in touch before something similar
Calling Targets
through
Switchboard based Client has a project
on Linkedin scenario
SPEAKING WITH Return to
RECEPTIONISTS – POSSIBLE Home
Page
SCENARIOS TO START THE CALL
WITH
Scenario 1:
Hi, can I speak to [Client First Name Last Name]
•(S)he is busy/in a meeting now.
Okay, no worries. Could I then speak with [Client First Name Last
Name 2]?
•(S)he is not available either.
Got it. Could I speak with [Client First Name Last Name]3 in that
case?
•Yes, sure, I’ll put you through.

Scenario 2:
Hi, can I speak to [Client First Name Last Scenario 3:
Name]? Hi, can I speak to [Client First Name Last Name]?
-What is it regarding? •Why?
It’s regarding a project. Oh we were in touch on email before and suggested
we connect
 Return to
We were in touch in Home
email – trying to Page
book a call

• Hi [Client First Name]

• This is [First Name] from Silverlight, have I caught you at a bad time?
• Client response...
• Great, well I just wanted to give you a quick call as I understand we’ve been in touch on email previously and I
thought it would be great to reconnect and for us to explain the Silverlink platform where you can book calls
from 300 per expert call. I’m wondering if you have a few minutes for that now or can we organize a short call
whenever it’s convenient.

• IF THE CLIENT IS INTERESTED IN HAVING A CONVERSATION ABOUT THE PLATFORM – SOMEONE SENIOR FROM
SALES WILL BE ON THE CALL AND WILL TAKE OVER AT THAT POINT

• However, if the client says:

• Please call some other time
• Sure, no problem, what time and day works for you?
• Client response..

• Great, we’ll give you a call then.

• Book a follow up call in the calendar.

 Return to
We had a call Home
booked – client no Page
show

• BEFORE YOU CALL, YOU NEED TO CHECK WHEN WAS THE CALL ACTUALLY BOOKED AND REFER
TO THAT

• Hi [Client First Name], this is [First Name] from Sivlerlight. Have I caught you at a bad time?
• Yes/No – continue quickly regardless of the response.
• I just wanted to quickly follow up since we had a call booked on dd/mm (check this in the
calendar), but I believe you got tied up with something important then, so I was keen to check if
you might let us know when could be a good time for a short reconnect call and we’d be happy
to pencil that in the calendar.

• Client response...

• Great, many thanks and we’ll follow up with an invite shortly. Have a nice day.
 If the client says: I don’t remember you/I didn’t speak with
No projects before anyone from your team, you say:
– follow up to Return to
I believe we were in touch on email and we reached out
check if there is a Home
to check if our services are relevant and if there is
project now Page
anything we can help you with.
• Hi [Client First Name], I’m [First Name] from Silverlight, have I caught you at a bad time?
Client response: No...
• Great. You were in touch with my colleagues regarding a potential collaboration where we would support you on
your projects, but you mentioned that there wasn’t a live project at thetime, so this is just a courtesy call to
check if you’re using Expert Networks currently and if there are any projects where we might be able to assist
with market research, due diligence or simply to connect you with senior experts?

• Many thanks for the feedback. May I just quickly ask if you’re leveraging Expert Networks currently for any
market research or due diligence projects?

Yes – we use We don’t use Expert Networks

Expert Networks but we have a project

Yes – we use Expert Networks No – we don’t use

and we have a project Expert Networks
 If the client says: I don’t remember you/I didn’t speak with
anyone from your team, you say:
I believe we were in touch on email and we reached out
to check if our services are relevant and if there is
anything we can help you with. Return to
Reconnecting with Home
Clients/Not Page
interested
• IF THE CLIENT IS INTERESTED IN HAVING A CONVERSATION ABOUT THE PLATFORM OR THE
REASONS THEY’RE NOT INTERESTED– SOMEONE SENIOR FROM SALES WILL BE ON THE CALL
AND WILL TAKE OVER AT THAT POINT

• Hi [Client First Name], I’m [First Name] from Silverlight. Have I caught you at a bad time?
• Client response: No..
• Great. I’m aware that you were in touch with my colleague recently and you previously
mentioned [client feedback from email/notes]. We just wanted to check in if you are leveraging
expert networks at all for market research projects, and if we might be helpful for any projects
on the horizon possibly if you are.

Yes – we use No – we don’t use

Expert Networks Expert Networks

Yes – we use Expert Networks We don’t use Expert Networks

and we have a project but we have a project
Calling Targets
through Return to
Switchboard based Home
Page
on Linkedin
• BEFORE CALLING THE CLIENT, YOU NEED TO SEE WHAT THE LATEST POST IS FROM THE
CLIENT’S LINKEDIN PROFILE(WHICH YOU USED TO REACH OUT INITIALLY (e.g. COMPLETED
AN INVESTMENT, SUCCESSFUL MERGER OR ACQUISITION, RAISED FUNDS FOR THEIR
FUNDS ETC – YOU MUST BE VERY SPECIFIC ABOUT THIS AND USE IT IN THE CONVERSATION!
• Calling switchboard:
• SL: Hi, can I speak with [FirstName LastName]?
• Receiptionist: Sure, what is it about?
• SL: We were in touch on LinkedIn
• *you get put through*
• SL: Hi [FirstName], I hope you’re well. [Your First Name] from Silverlight here, I saw
that you (and your team) [LATEST POST ON CLIENT’S LINKEDIN] and wanted to say
congrats on that. We’re also doing a lot in the space and I wanted to quickly check
if we would be able to help in any way. We’re an expert network offering access to
our platform to connect with experts and book expert calls at around $300 per
call, you also have the flexibility to work with experts long term in addition to
expert calls and surveys. That’s a short summary and just curious if you are
currently leveraging any expert networks and if there is a project where we can be
of help?
Calling Target
Clients through Return to
Home
Switchboard – we Page
emailed or were in
touch before

• BEFORE YOU CALL, YOU NEED TO CHECK WHAT IS THE LATEST FEEDBACK
FROM THE CLIENT (NOT INTERESTED, USING A COMPETITOR, THEY HAVE
THEIR OWN NETWORK, NO BUDGET FOR THE SERVICES OR SOMETHING
ELSE)

• Hi, can I speak with [Client First Name Last Name]

• Receptionist: What is it about?
• It’s regarding a project.
• *you get put through*
• Hi [Client First Name], I hope you’re well. [Your First Name] from Silverlight
here. We were in touch some time ago and you mentioned [CLIENT LATEST
FEEDBACK], so I just wanted to give you a quick call and mention that we now
have a platform where you can directly connect with experts and just pay for
the calls you actually conduct. You can book expert calls, bespoke surveys or
work with experts on a long-term basis. We would be thrilled to organize a
short 5-minute call whenever it’s convenient for you as a brief demo of the
platform and plus answer any of your questions as well.
If the client says: I don’t remember you/I
didn’t speak with anyone from your team, you
say: Client says “all set on
I believe we were in touch on email and we Expert Networks” or Return to
reached out to check if our services are Home
relevant and if there is anything we can help uses ENs but has no Page
you with. project
• Hi [Client First Name], I’m [First Name] from Silverlight. Have I caught you at a bad time?
• Client response: No..
• Great. I understand you were in touch with my colleague regarding a potential collaboration for expert calls and you
mentioned that are using an Expert Network provider, so I was keen to reconnect for a few minutes to check how are things
going and to see if there is appetite to try a uniquely different service which we’re offering, our Silverlink Platform.
• If the client is interested to hear more, you say:
• We have a platform where you can directly connect with experts and just pay for the calls you actually conduct. You can
book expert calls, bespoke surveys or work with experts on a long-term basis. Expert calls are at around $300 per call.
• If the feedback to this is positive, you should say:
• Thanks for the feedback. I’m just wondering if there is a project you’re working on currently or if there is something in the
pipeline where you could test this out?
• Client says: No. Nothing for now.
• You then say: Sure, no worries at all. We’d be happy to organize a short 5-minute call as a short demo just to show you how
the platform works, whenever it’s convenient for you.
• Client says: Sure, a demo is fine, we can do that on dd/mm at [time] YOU THEN TELL THE SALES ADMINS TO BOOK A CALL.

• If the client showed no interest at all after the first paragraph and just said “we’re still all set” or something, you say:

• Great, glad to hear you are using this, thanks for letting me know. From my perspective, if its okay with you, I’d really like to
keep in touch, and if you cannot get the experts you are looking for at any stage, or you feel like trying something else at any
point, we would be really happy to support. I will follow up with an email if that’s okay, and also issue access for free to our
platform. If you want to take a look at any time, then great, and the first call you book through the platform, we actually also
pay the expert’s fee so its free, if not needed, of no problem, either way is fine.
 Client has a project Return to
Home
scenario Page
• Great to hear that you have a project right now, we would be really happy to asisst you on it. Could you possibly
let me know the focus of the project and some additional details? That would be very helpful.
• Client goes through some project details
• Thank you for going through the details, it’s very clear and helpful. (IF THE CLIENT HASN’T MENTIONED THE FULL
DETAIL OF THE “IDEAL EXPERT” OR SEVERAL SCREENING QUESTIONS, YOU SAY): In the interest of making our
sourcing process as accurate as possible, what would you say is the perfect profile of the expert from your
perspective, in terms of companies, experience, positions etc.
• Client replies...
• Got it, it’s very helpful. Another important part of deciding which experts are relevant for the project are the
screening questions which we have the experts answer even before you decide to book them, so do you think you
have a few questions in mind which would give you more clarity if the expert is suitable?
• Client replies...
• Thank you for that, it’s very helpful. I think this call has helped us understand the project a lot more and as
mentioned, we’re keen to get started working on the project and to get the project itself set up in the system and
get you set up as a client, we’ll follow up with a short form and if you could enter the relevant details there, our
research teams will start working on this right away and we’ll follow up with relevant profiles as soon as possible.
[Tone goes up for this next line] It starts pay-per-use where you only pay for the calls that you actually do and
you’re not obligated to book any of the experts we present, so you just have the option to do so. [Tone goes down
for this next line] After a number of calls or a number of months, if continuing with us then there are credit
options to choose from, [Tone goes back up again here] but as mentioned it starts off completely flexible and on a
pay-as-you-go basis.
 Return to Yes – we use Expert
Home
• Yes we do use Expert Network Services Page Networks
• Okay great, that’s good to know, and may I ask is that an external expert network company, or do you
have internal resources for this?
• Client reply
• Okay great, well since we were last in touch with you we have really materially changed our offering. We
now offering 100 percent freedom for clients to work with experts through our platform at zero cost, and
clients can connect with experts through our platform thanks to our new innovations at around $300 per 1
hour expert call. May I ask if you think there is a project in the pipeline or on the horizon where we can
assist?
• Client says YES, I have a project – you ask about the focus of the project as described in the previous slide

• Client says NO, I don’t have a project – you say: Thanks for the feedback, no worries at all. Do you have 5
minutes to speak in the next week? I’d really like to connect you with one of our Directors if you have a
second to wizz through what we can offer? We offer pay per use with zero commitment to start with by
the way..

• Client reply (Book the call)

• If the client wants to hear how we differentiate from other providers, click here
How we differentiate
from other Expert
Networks
 Return to No – we don’t use
Home
• Scenario 2: No we don’t use Expert Network Services Page
Expert Networks
• Okay understood, thanks a lot for letting me know, may I possibly ask why this is? Is this because you have found expert networks too costly before,
or you essentially have all the resources you need internally in your team, or is it possibly because you work with external in-industry advisors that
you already know
• A- Too costly
• Sure understood, may I ask what sort of rate per expert you connect with you have been indicated before on this? The reason why I ask, is we
actually have a new platform, where clients pay only marginally more than the true rate that the expert charges, and clients also have complete
freedom to work with experts longer term also through the platform without extra fees separate to what the expert charges. I would love to connect
you with my Director for a 5-10 minute call on this, do you have time in the next week?
• B- We have all the internal resources we need
• Understood thanks for letting me know, and I’m sure you have a good network in the areas you are typically looking at. Just to ask, are there ever
certain specific scenarios, where you when you are researching a certain market which is perhaps slightly outside of your usual focus area, in a
slightly different sector or region, and you need to connect with someone specific from the area, or from a particular company, for example former
CEO from a certain company you are researching. I would love to connect you with my Director for a 5-10 minute call on this, do you have time in the
next week?
• C- We have external advisors that we already work with
• Got it understood. If you only work with advisors that you already know, then we actually have a mechanism for this on our platform, where you can
actually invite advisors direct to your area in the platform, then you can book them direct, silverlight then deals with any non disclosure/non conflict
agreements with those advisors for you and processes any payments as needed, so perhaps this might be helpful.
• I also just wondered, of course I’m sure you have a good network in the areas you are typically looking at, but are there ever certain specific
scenarios, where you when you are researching a certain market which is perhaps slightly outside of your usual focus area, in a slightly different
sector or region, and you need to connect with someone specific from the area, or from a particular company, for example former CEO from a
certain company you are researching. I would love to connect you with my Director for a 5-10 minute call on this, do you have time in the next week?
• D-We don’t need it
• Got it understood of course I’m sure you have a good network in the areas you are typically looking at, but are there ever certain specific scenarios,
where you when you are
• •researching a certain market which is perhaps slightly outside of your usual focus area, in a slightly different sector or region, and you need to
connect with someone specific from the area, or from a particular company, for example former CEO from a certain company you are researching. I
would love to connect you with my Director for a 5-10 minute call on this, do you have time in the next week?
• E- What exactly is expert network/I don’t understand what you do/why do I need this
• So we work with a huge range of different clients, and how they ultimately use us, is when they want to connect with a senior individual in a certain
market, who then they do a consultation call or longer term project with to support their research on a certain area. I would love to connect you with
my Director for a 5-10 minute call on this, do you have time in the next week?
 Return to Yes – we use Expert
Home
Page
Networks and we
have a project
• Great to hear that you have a project right now, we would be really happy to asisst you on it. Could you
possibly let me know the focus of the project and some additional details? That would be very helpful.
• Client goes through some project details
• Thank you for going through the details, it’s very clear and helpful. (IF THE CLIENT HASN’T MENTIONED
THE FULL DETAIL OF THE “IDEAL EXPERT” OR SEVERAL SCREENING QUESTIONS, YOU SAY): In the interest of
making our sourcing process as accurate as possible, what would you say is the perfect profile of the
expert from your perspective, in terms of companies, experience, positions etc.
• Client replies...
• Got it, it’s very helpful. Another important part of deciding which experts are relevant for the project are
the screening questions which we have the experts answer even before you decide to book them, so do
you think you have a few questions in mind which would give you more clarity if the expert is suitable?
• Client replies...
• Thank you for that, it’s very helpful. I think this call has helped us understand the project a lot more and as
mentioned, we’re keen to get started working on the project and to get the project itself set up in the
system and get you set up as a client, we’ll follow up with a short form and if you could enter the relevant
details there, our research teams will start working on this right away and we’ll follow up with relevant
profiles as soon as possible. [Tone goes up for this next line] It starts pay-per-use where you only pay for
the calls that you actually do and you’re not obligated to book any of the experts we present, so you just
have the option to do so. [Tone goes down for this next line] After a number of calls or a number of
months, if continuing with us then there are credit options to choose from, [Tone goes back up again
here] but as mentioned it starts off completely flexible and on a pay-as-you-go basis.
 Yes – we use Expert
Return to Networks and we
Home
Page
don’t have a
project
• Sure, no worries at all. We would be happy to support you on any projects
whenever something comes up. We’d also be happy to organize a short 5-minute
call as a short demo just to show you how the platform works, whenever it’s
convenient for you.
• Client says: Sure, a demo is fine, we can do that on dd/mm at [time] YOU THEN
TELL THE SALES ADMINS TO BOOK A CALL.

• If the client showed no interest at all after the first paragraph and just said “we’re
still all set” or something, you say:

• Great, glad to hear you are using this, thanks for letting me know. From my
perspective, if its okay with you, I’d really like to keep in touch, and if you cannot
get the experts you are looking for at any stage, or you feel like trying something
else at any point, we would be really happy to support. I will follow up with an
email if that’s okay, and also issue access for free to our platform. If you want to
take a look at any time, then great, and the first call you book through the
platform, we actually also pay the expert’s fee so its free, if not needed, of no
problem, either way is fine.
 How we differentiate
Return to
Home from other Expert
Page Networks

Great, well perhaps it would make sense if I explain who we differentiate from our competitors

The first point is our unique direct expert access platform called Silverlink, which offers our clients access to our database of experts. Clients are
paying approximately 300 per expert call for calls booked through the platform, so overall this means that the rate per expert call can be around
one third of normal market rates for expert calls.

The second point, is the technology we have developed to support in sourcing experts, both from our existing network, as well as custom
sourcing for projects, has effectively supercharged our process, and meant we can source experts in a much more detailed as well as quick way
versus traditional methods alone..

Clients note we also are much more flexible where clients want to work longer term with experts, for 3, 6 or 12 months we don’t put a high
administrative orcost barrier

We also run a lot of bespoke surveys, where we will actually collect the answers from experts direct, rather than our clients doing so which
saves them a lot of time and is more cost efficient per expert that answers the questions.

Our clients also receive transcripts as well as recordings of expert calls included automatically after calls

We also have Silverlight Talent – a solution that allows you to directly employ any individual in any geography. Silverlight Talent handles the
compliance of individuals hired through over 100 entities globally, so there is no admin involved or the need to set up your own entity in a
different jurisdiction.

Actually also the last point I will say, which is certainly not the main one, but certainly always helps, is that as a result of our technology, we
achieve some internal efficiencies which means, as our clients often remark, we source the same or equivalent experts at a material discount
(often 25-30% versus our key competitors). Is this helpful and do you have any questions?